Lessons from the Orchard: When Selling, Think Like a Farmer First

Steve Fox
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As long as I've been in sales the one thing that always rings true is - investing in customer relationships is like planting and nurturing a fruit tree. With careful cultivation over time, both will flourish and reward you bountifully.

Choosing the right prospect is like picking an ideal planting site - scout accounts with fertile soil. Target those with clear needs and readiness based on budget, authority, and timeline. Less suitable prospects may not blossom despite your efforts. Save time by qualifying rigorously upfront.

Prepare the landscape thoroughly before planting. Learn prospect environments intimately - pain points, processes, priorities. Identify and uproot any hurdles blocking adoption of your solution. Make space for interest to grow freely.

Introduce your offering like planting a seedling - avoid overwhelming with a sales pitch or pressure to buy immediately. First, listen intently to learn needs and build rapport. Ask thoughtful questions to spark interest organically.

Nurture the new relationship with consistent yet moderate care. Provide value through helpful information and demonstrating genuine interest in their success. But avoid oversaturating with constant sales bombardment. Find the optimal contact cadence.

Let your guidance shine while giving room to breathe. Share insights illuminating pain points but allow prospects time to process. Maintain open communication but respect their decision timing. Ask for feedback on information needs.

Even with diligent care, address issues promptly when they emerge to prevent real damage. Recommend solutions focused on their needs first, not the sale. Have patience - forcing growth chokes progress.
Accept inactive periods as part of the process. Even well-nurtured deals experience lulls. Trust relationships are still growing out of sight. Stay poised for progress to resume.

Your rewards will come. Well-cultivated relationships bear fruit for years through expanding deals, referrals and loyalty. Keep providing value to sustain the cycle.

People aren’t literal trees, but this metaphor offers key lessons: Prioritize nurturing relationships tailored to individual needs. Allow breathing room. Address obstacles promptly. Have patience. Do this, and you will reap an abundant harvest of customer loyalty and repeat business.

I hope these insights help you cultivate robust sales relationships that yield lasting success. Though it takes time and care, the rewards are well worth the effort. Let me know if you have any other questions!



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Steve Fox

How to Block and Counter Sales Objections Like a Black Belt

Selling software is a lot like martial arts - bare with me here. As a salesperson, handling objections can feel like going one-on-one against a prospect trying to block your pitch. While the physical stakes may be lower than in karate (no body slams please), mastering some key martial arts skills can help turn you into an objection-handling black belt.

Let’s break down some moves:

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This post was last updated on: Oct 24, 2023.